Most defence contractors respond to the market as it appears, not as it will be. By the time a requirement is published on the Defence Sourcing Portal, your competitors have often already mapped the opportunity to their pipeline, engaged in pre-market dialogue with the buyer, and deployed their bid team. If your organisation is still operating reactively — discovering tenders at the point of publication rather than anticipating them — you are already at a structural disadvantage. Forecasting expected tender volumes transforms procurement intelligence from a tactical function into a strategic one. For enterprise defence suppliers managing significant pipelines across…
